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Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers

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by Andreas Hinterhuber
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Value First then Price: Quantifying value in Business to Business markets from the perspective of both buyers and sellers by Andreas Hinterhuber

Value-based pricing-pricing a product according to its value to the customer rather than its cost-is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points through documenting the value of a product, emphasising its superiority against competitors and therefore justifying the premium price.

Value First then Price is an innovative collection which proposes a quantitative methodology to value pricing, and road-tests this methodology through a wide variety of real-life industrial cases. It provides a state-of-the art and best practice overview of how leading companies quantify and document value to customers. In doing so, this book provides researchers with a method by which to draw invaluable data-driven conclusions, and sales and marketing managers the theories and best practices they need to quantify the value of their products to demanding, hard-nosed industrial purchasers.

With contributions from global industry experts this book provides cutting edge research on value quantification and value quantification capabilities with real-life, practical examples. It will be essential reading for sales and pricing specialists as well as business strategists, in both research and practice.

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Ebook Details
Pages: 242
Size: 2.1 MB
Publisher: Routledge
Date published:   2016
ISBN: 9781317326175 (DRM-EPUB)
9781317326182 (DRM-PDF)

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This product is listed in the following categories:

Nonfiction > Business & Economics > Sales & Selling
Nonfiction > Business & Economics > Marketing > Research
Nonfiction > Business & Economics > Sales & Selling > Management

This author has products in the following categories:

Nonfiction > Business & Economics
Nonfiction > Business & Economics > Sales & Selling
Nonfiction > Business & Economics > Marketing
Nonfiction > Business & Economics > Marketing > Research
Nonfiction > Business & Economics > Sales & Selling > Management

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01/18/2017
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